ARE YOU COMPETITIVE ? ENOUGH ?

Here's another question that I get asked a lot from recruiters, owners, other coaches, and business owners. What's the # 1 trait or characteristic to look for when recruiting, hiring, or coaching professional salespeople. As you can probably guess from your own experiences, it's difficult to have just one answer to that question.

But, one of the top two answers I would have would be a very competitive nature. I mean that the individual is determined to be super successful no matter what it takes. Their efforts must be ethical and in line with their organization's policies, but motivated to win every opportunity that comes their way as well as to be the number ONE salesperson in their field.

I'm not speaking of prices here. That's a factor which affects their competitive nature for sure. But assuming their organization allows them to offer competitive prices ( that's a whole different discussion ); not the lowest but competitive ( within 20% ), then we are speaking of people who will go to the end of the energy spectrum to excel. They are constantly analyzing what they need to do to get every sale that they go after ( which is another whole discussion LOL ). By that last comment I mean that some salespeople try to go after everything and maybe some of that needs to be discussed.

Being super successful at sales is not an easy challenge for sure. But being extremely motivated to excel and to go the extra mile to differentiate yourself from competitors is what we want in a professional. Their ability and motivation is usually obvious by their nature of activities or past experiences. Asking to see documentation of short range and long range goals can be good indicators of potential. I don't care if they are an extrovert or introvert. All I want see is that they are willing to do whatever it takes to excel. Willingness to work long hours, set, document, and achieve goals are some of the things that indicate people with a competitive nature.

Change is the other major indicator; willingness to change their paradigm ( to learn to do things in a different manner ) is another good indicator of a competitive nature. Given the right direction with the right attitude and the determination to win every time anyone can become super successful at sales.

What sacrifices are they willing to make to become super successful ?

I could go on forever about this topic. It's one of my favorites. And it's the spirit I bring to my clients. Part of my initial evaluation and discussion (before the relationship is initiated ) is an exam which gives me great insight into this competitive nature.